Locations: USA, Germany, France and UK
FUNCTION/DEPARTMENT: Pre Sales
PURPOSE:
Provide product sales support to sales teams delivering Product Intelligence PLM Solutions to complex customer product introduction and specification requirements focused on the Apparel Industry and/or Global Product Sourcing for the fast moving consumer goods (FMCG) market.
MAJOR RESPONSIBILITIES:
- Responsible for in-depth, broad-based pre-sales presentations of the entire Centric PLM Solution suite.
- Analyze customer business requirements as a basis to propose Product Intelligence Solutions.
- Configure Centric Software solutions to will fit these needs through product presentations and supporting materials.
- Produce written specifications (i.e. Solution Scope Documents and Use Case Documents) to capture business process requirements for proposed solutions.
- Prepare response documentation for RFI/RFP requests.
- Analyze requirements and design solutions to complex customer requirements.
- Ensure clear understanding of customer’s technology requirements; provide support for Proposal and Project teams, provide technical leadership and vision to win and deliver large-scale, complex solutions.
- Provide input into future solution functionality, implementation methodology and customization standards.
SKILLS AND EXPERIENCE:
- Excellent presentation, and application demonstration skills with small or large audiences
- Confident and multi-level communication skills (oral and written).
- Expertise or domain knowledge of the Apparel industry and or Global Product Sourcing.
- Experience preparing presentation materials and RFI/RFP responses.
- Expertise in the area of product development and project management.
- Expertise in core principles including: document management, security and access control, multi-site concurrency management, general project management, change management, and consultant and supplier management.
- Ability to develop multi-level relationships of confidence and trust with customers and cross-functional colleagues.
- Ability to adapt to a rapidly evolving technology and commercial environment.
- Technology enthusiast with mature technical leadership skills.
TECHNICAL COMPETENCIES
- Experience with Windows operating systems
- Experience with Web Applications
- Experience with UML
- Experience with XML,CSS, HTML and JavaScript
- MS Office tools including MS Project and Visio
- Experience with relational database systems (Oracle and MSSQL)
POSITION REQUIREMENTS
- Bachelors or Masters Degree, preferably in Computer Science, MIS, Engineering, or similar.
- Availability for 50% over night travel, depending on home location and territory.
BEHAVIORAL CRITERIA/COMPETENCIES:
- Managing change – Adapting effort to facilitate change in dynamic environments.
- Team building – Actively working to build a strong team spirit and a sense of commitment.
- Ensuring results – Taking action to ensure that work is delivered to a high standard.
- Communication – Communicating effectively to ensure others are fully briefed and listening to ensure a mutual understanding.
- Managing Information – Using management information to take appropriate business decisions and initiatives.
- Internal Networking – Establishing contacts in the organization and interacting effectively with them.
- Credibility – Making an impact and establishing credibility with internal and external customers.
- Ensuring Results – Taking action to ensure work is delivered to a high standard.
- Problem Analysis – Analyzing complex problems to evaluate alternatives and identify sound options.
- Problem Solving – Resolving problems in order to clarify situations and create a way forward.
- Calculated Risk Taking – Making sound business decisions which balance risk with reward.
- Market Orientation -Having a business perspective on developments in the external market place.
- Customer Focus – Ensuring that both the current and anticipated needs of customers are met.
- Creativity – Coming up with new ideas and original proposals.
Business Consultant/ Implementation Engineer – US, Canada, France, German Japan, UK and Hong Kong
Deliver Centric 8 Agile deployment projects on-time, per schedule per responsible technical and business goals of company (e.g. out-of-the-box – OOTB configurations, customer business process mapping, and best practice advocacy).
Key Responsibilities: Provide technical leadership and support to pre-sales and implementation teams in designing and delivering Centric 8 Solutions focused on the Retail. Apparel & Footwear Industry and fast moving consumer goods (FMCG) and High-Fashion market.
Manage deployment projects per Centric’s Agile deployment methodology, delivering customer solution model per out-of-the-box Centric 8 (PLM) use cases and configuration points and Centric’s Agile processes. Conduct customer business process analysis, information modeling, mapping to Centric 8 configurations and interface control definitions with related systems to be integrated, data and process conversion from legacy PDM systems, provide customer guidance on process-system alignment practices, desk top procedures, process-system validation and training and on-going customer care.
Specialist skills in system integration, IT tuning and optimization and installation in enterprise environments.
Acquire and disseminate FMCG domain and system integration best practices and provide customer scenario details to guide product development, QA, Customer Support groups as needed.
Key Activities:
- Coordinate and collaborate with customer implementation team and Centric teams to ensure a successful and referenceable delivery.
- Analyze customer business process requirements as a basis to propose Centric 8 (OOTB) Solutions.
- Consult, deploy, tune, configure, optimize and install Centric software stack within customer’s IT environment, with a focus on enterprise high availability and system integration dimensions.
- Produce written specifications (i.e. UML models, Centric 8 configurations) to capture business process requirements for proposed solutions and configuration activities.
- Analyze requirements and design solutions to address customer business scenarios within the product scope.
- Ensure clear understanding of customer’s technology requirements; provide support for Proposal and Project teams, provide technical leadership and vision to win and deliver large-scale, complex solutions.
- Develop and document Data/Object Model to meet customers’ requirements.
- Identify, delegate and execute project tasks including installing and configuring software, deployment training, data migration and deployment support.
- Mentor other consultants during the delivery of Centric Software based solutions.
- Provide input into future solution functionality, implementation methodology and configuration standards.
- Ensure that quality software engineering processes and Agile practices are followed.
POSITION MINIMUM REQUIREMENTS
- Bachelors or Masters Degree, preferably in Computer Science, MIS, Engineering, or similar.
- Minimum of 2 years experience with involvement in real-world PLM and enterprise system integration deployments in domain
- Experience with FMCG, Apparel and Luxury markets and industry best practices and change management considerations
- Proven project management experience as evidenced by successful project delivery
- strong and confident Customer Facing / consulting skills.
- Experience in software installation, IT troubleshooting and optimization – Database (SQL Server, Oracle), Application Server (JBoss), experience with load balancing and clustering environments. Skills in performance tuning and optimization and trouble shooting relative to the software stack web environment.
- Availability for overnight travel.
TECHNICAL COMPETENCIES
- Experience with modeling methods and techniques (e.g. UML) and enterprise process and information modeling and modeling in general
- Experience with Windows operating systems
- Experience deploying and configuring Web Applications
- Experience with web standards and XML,CSS, HTML and JavaScript
- Experience with SQL, relational database systems (Oracle and MSSQL)
- Experience in enterprise scale usability, performance and enterprise delivery system considerations (J2EE), and enterprise system integration (with ERP).
- Experience deploying, tuning and optimizing enterprise scale applications for High Availability performance – e.g. Application Server (JBoss) and Database (SQL Server, Oracle) experience with load balancing and clustering environments
- MS Office tools including MS Project and Visio, and related scripting languages
- Expertise in core technologies including: document management, PLM, system integration, data and process migration and conversion, security and access control, enterprise scalability and performance management, general project management, change management, and customer/ supplier collaboration processes.
- Expertise and domain knowledge of the Apparel industry and or Global Product Sourcing and FMCG processes and industry best practices; familiar with authoring tools and practices in domain (e.g. Adobe Creative Suite, OptiTex, etc.).
- Experience in process-system re-design and adoption methods as evidenced by deployments in the industry
DEPLOYMENT SKILLS AND EXPERIENCE
- Expertise in the areas of solution development and project management.
- Highly developed problem analysis and solving skills.
- Ability to develop multi-level relationships of confidence and trust with customers and cross-functional colleagues.
- Exhibit collaborative working style.
- Ability to adapt to a rapidly evolving technology and commercial environment.
- Technology enthusiast with mature technical leadership skills.
- Confident and multi-level communication skills (oral and written).
- Business and commercial awareness.
FUNCTION/DEPARTMENT: Telephone Prospecting, Lead Qualification & Tele-Sales
PURPOSE:
Develop qualified sales opportunities from target leads that are found and provided by the marketing organization presenting Product Intelligence PLM Solutions focused on the Apparel Industry and/or Global Product Sourcing for the fast moving consumer goods (FMCG) market.
MAJOR RESPONSIBILITIES:
- Identify and prioritize target accounts.
- Create account level research and work with sales team to create specific account action plans.
- Seek and form relationships within target accounts via phone, email and marketing events.
- Facilitate executive level (CxO, EVP, VP) conversations specific to a company’s business challenges, industry and competitive pressures, and engage with the executive with respect to how Centric’s solution could solve business problems.
- Develop and maintain a high level of knowledge of all Centric products & solutions and how they accommodate business needs in the target markets.
- With the sales executives, produce written proposals & quotations.
- Develop and maintain a complete understanding of software licensing, service contracting and pricing structures.
- Develop a high level of knowledge of Centric’s customers, prospects, competitors and industry partners…maintain a basic understanding of business operations within the target market segments.
- Work with the sales team to prepare business response documentation for RFI/RFP/RFQ requests.
- Develop new and creative ways to interact with prospective customers and work closely with marketing to execute on new campaigns.
- Maintain a constant and open channel of communication with all sales teams to ensure that the target account strategies are adjusted as needed.
- Track and maintain callings, emailing and all interaction notes in corporate CRM system.
- Meet and exceed assigned lead qualification goals and revenue goals.
- Participate in regional & national trade shows, exhibits and conferences.
SKILLS AND EXPERIENCE:
- 1-5 years of proven success in lead generation, inside sales, field sales or roles that required the achievement of a performance quota related to sales, marketing or consulting.
- Basic understanding of enterprise applications (ERP, PLM, SCM) and general business practices.
- Strong verbal and written communications skills – ability to make cold calls is required.
- Ability to effectively gain attention of a prospect with an “elevator pitch” and engage in meaningful discussion.
- Understanding of business operations with the ability to read and understand business challenges behind a company’s financial reports, press release, shareholder reports, etc.
- Proven track record of consistently meeting and exceeded annual quotas.
- Excellent presentation skills at executive level with small or large audiences.
- Proven new account development skills and experience.
- Confident and multi-level communication skills (oral and written).
- Expertise or domain knowledge of the Apparel industry and/or Global Product Sourcing for (FMCG) market.
- Experience preparing presentation materials and RFI/RFP responses.
- Ability to develop multi-level relationships of confidence and trust with customers and cross-functional colleagues.
- Ability to adapt to a rapidly evolving technology and commercial environment.
- Proven experience selling software solutions that result in contracts in excess of $200,000.
- Experience with value based selling or solution selling
- Experience selling MRP, ERP, CRM, SCM or similar is a plus
POSITION REQUIREMENTS
- Bachelors Degree, preferably in business, or similar experience.
- Experience with web based CRM systems (SalesForce.com experience a plus) and emailing software (Outlook experience a plus).
- Availability for limited over night travel.
BEHAVIORAL CRITERIA/COMPETENCIES:
- Managing change – Adapting effort to facilitate change in dynamic environments.
- Team building – Actively working to build a strong team spirit and a sense of commitment.
- Ensuring results – Taking action to ensure that work is delivered to a high standard.
- Communication – Communicating effectively to ensure others are fully briefed and listening to ensure a mutual understanding.
- Managing Information – Using management information to take appropriate business decisions and initiatives.
- Internal Networking – Establishing contacts in the organization and interacting effectively with them.
- Credibility – Making an impact and establishing credibility with internal and external customers.
- Ensuring Results – Taking action to ensure work is delivered to a high standard.
- Problem Solving – Resolving problems in order to clarify situations and create a way forward.
- Calculated Risk Taking – Making sound business decisions which balance risk with reward.
- Market Orientation -Having a business perspective on developments in the external market place.
- Customer Focus – Ensuring that both the current and anticipated needs of customers are met.
- Creativity – Coming up with new ideas and original proposals.
- Relationship Management – Able to develop rapport with others and recognize their concerns and feelings; build and maintain long-term associations based on trust and assistance provided to others.
In your capacity of Sales Executive, you will have to generate and increase revenues in your targeted geographic territory, as well as named vertical accounts, through direct sales activities presenting Product Intelligence PLM Solutions focused on the Apparel Industry and/or Global Product Sourcing for the fast moving consumer goods (FMCG) market. You shall have the following duties, among others:
- Be responsible for the ownership of revenue generation within assigned territory, as well as the quality & strength of the executive relationships within the territory;
- Be responsible for in-depth, broad-based sales presentations of the entire Centric PLM Solution suite;
- Drive complex solution sales cycles to deal closure;
- Prospect with qualified leads to identify business opportunities in which the Centric PLM Solution suite can provide business solutions;
- Analyze customer business requirements as a basis to develop a sales strategy and propose Product Intelligence Solutions;
- Produce written proposals & quotations;
- Prepare business response documentation for RFI/RFP/RFQ requests;
- Analyze requirements and design solutions to complex customer business requirements;
- Work with a technical team and ensure clear understanding of customer’s technology requirements;
- Provide sales leadership for proposal and project teams and vision to win and deliver large-scale, complex solutions;
- Meet and exceed assigned revenue goals;
- Develop and manage business plan for assigned territory;
- Participate in regional & national trade shows, exhibits and conferences
In addition, you shall perform any other assignments with which the Company or the Group may entrust you, within the scope of these duties, without it being considered as a substantial modification of your Agreement. In addition you will be required to carry out such alternative or additional duties as the Company may from time to time reasonably require which do not materially diminish your status.
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